Communicating at Cultural Crossroads: Utah Asphalt in China

Communicating at Cultural Crossroads: Utah Asphalt in China

  • Case
  • Teaching Notes
  • Supplementary Resources
Abstract

Jack Bailey, employed with Utah Asphalt as General Manager, couldn’t believe how his Chinese consultant spent USD 16,850 on “entertainment fees” to woo Chinese City officials to purchase his quality asphalt. Then to find that his hire of less than one year had bought gambling chips and engaged the services of women escorts for the five officials was beyond understanding. What was Daniel thinking? The product should speak for itself. Why would Daniel resort to bribing people to buy their excellent product?

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